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MEDTRONIC
Medtronic plays big and small in the ASC market through its broad portfolio and can meet the various needs of large national and regional chain ASCs, while also being nimble enough to support the local, physicianowned ASCs in high volume markets. Its ASC team is deployed top down through an enterprise team focused on select large national and regional chain ASCs. Medtronic also has field teams within certain businesses that are focused on specific
product strategies for local target markets with a concentration of ASCs with high procedural volume. “We have long-standing partnerships with the distribution sales channel, and we work closely with distributors in many of our therapies,” said Christopher Stelter, Medtronic Senior Director of Distribution, U.S. Market. “Our distributors also have long-standing relationships with our mutual customers, including those in the ASC market. There are
“ There are efficiencies to be gained by all parties by using the capabilities of our distributor partners.” – Christopher Stelter, Medtronic Senior Director of Distribution, U.S. Market
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efficiencies to be gained by all parties by using the capabilities of our distributor partners.” Stelter explained that in many cases, the distribution channel is utilized as the most effective choice for distributing their therapies to their ASC customers. “One of the many benefits of working with distribution is that customers can often receive product either the same day or next day when ordering through a distributor,” Stelter said. “Distributors also carry a buffer of inventory to help ensure high fill rates and smooth any potential product flow disruptions that can be created by natural disasters like flooding, fires or pandemics.” Supply chain resilience and business continuity are always top priorities and Medtronic has hosted panels with its customers focused on those and on its technology, service and business model. For example, in the neuroscience specialties, Medtronic recently held a Key Opinion Leader (KOL) Advisory Panel with physician equity owners in the pain and spine specialties. “The feedback was candid, clear and helpful in understanding our strengths and areas of opportunity to better address ASC needs,” Cannon said. “We are working to reinforce our areas of strength, while always seeking ways to improve.” Medtronic is also developing new and novel patient education and access programs to go alongside ASC market development programs to support growth. “ASCs flourish when quality, efficiency and value intersect with patient awareness and access,” Cannon said. “We believe we can combine efforts with our ASC partners and create an unmatched ecosystem where all the elements for a successful ASC meet.”
